Sellers can surprise you with an assortment of mixed reactions during a listing presentation - some are skeptical, some are hostile, and some are stubborn. How can you overcome resistance and encourage the seller to list with you instead of your competition?

One idea is to use "risk reversal." This concept will help you secure a long-term listing, and remove all hesitancy towards using you and your services. Here’s how: Offer a guarantee to sell their home within a certain period of time or you will pay them for their time and trouble. Sound scary? It’s not, really. Simply preface your offer with some restrictions: 1) the price must be within 3% of market value, 2) the home must be kept spotless, etc.

You’ll also want to offer our seller an "Easy Exit" option. That is, if the client feels you are not taking care of business... they can fire you! Again, this removes any fear of giving you a long term listing because they can get rid of you at will. Try reversing the risk and you’ll be amazed at your profitability!

Particularly vulnerable as sellers are senior citizens. According to the latest research, many have been in their homes for over twenty years, compared to younger sellers who move approximately every five to seven years. They are understandably out of touch with the current market and not up to speed on new ways of doing business in real estate, which may make them more wary.

So make it easy for them to say yes. Other service providers honor seniors with a discount. Why can't you? You’ll profit mightily if you do! Make it a point to run the tag line "Ask about my Senior citizen’s Discount Program" in all of your space ads, on the Internet, and within your MLS addendums. Offer a half to one percent discount to everyone over 65. You’ll separate yourself from the pack and... who knows... perhaps you’ll even become the agent of choice for seniors!

Although sellers typically list with the first person they interview, you can't count in, just yet. Many interview two or three perspective Realtors before they make a decision, especially if you failed to say what they want to hear - namely that they can get top dollar for a home in less than tip-top condition. Sometimes a seller will tell you they are interviewing, when, in fa ct, they just want to be alone and think before they give you or someone else the job.

Be prepared for the seller to interview other agents by giving them a list of "seller interview" questions. Some examples are:

• What is your written marketing plan?
• How many years have you been a full-time agent?
• How many homes have you sold this year?
• What is your average sales-to-list price ratio?
• May I contact a number of your previous clients?
• What type of contact and report forms will you provide me with?
• What is your average days-on-the-market per listing sold?

You get the idea. You might want to title your questionnaire: 10 Most Important Questions To Ask A Realtor Before You Sign Anything. And, of course, you will have designed your presentation to answer each of "your" questions in a powerful way. If you are a new agent, leave off questions that point out your own inexperience. Concentrate instead on your training, and your ability to utilize the Internet, e-mail, and other time-saving devices. Most other agents will be caught off guard by the questionnaire and appear less professional by comparison.

Last but not least, let's talk about the elusive FSBO. You already know that a determined FSBO is about as easy to budge as a kitten stuck in a tree. Instead of being sold on a idea, many FSBOs must be gently coaxed.

There is a way to help the FSBO owner who doesn't want to list with you. Offer them help on-line.

Here's how. Create a Web site just for FSBOs and offer great home selling tips, tricks, and techniques. Offer a free directory of places to advertise their property free. Perhaps, just perhaps, offer them a small booklet (for a price) or simply ask them to register their name, address, and e- mail in order to receive it. Offer an online discussion board to answer their pressing questions. Then "broadcast" this wonderful, helpful site all over the Internet. What will happen?

Personally, my FSBO site receives an average of 192 visitors a week. Two good, solid, "I'm ready-to-use-realty" prospects come out of the site per month... and generate a sizable referral income.

So what are you waiting for? Embrace these folks and help them to help you.